Omni-channel Customer Journey

    How do you design an engagement strategy that is both cost-effective and agile enough to change with market dynamics? The overall strategy must address key customer needs, be aligned across brands...

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    Digital Marketing Integration

    What is the best structure to enable digital marketing in your organisation? Should a digital marketing team sit in the cross-functional Commercial Excellence team, or should it be dispersed and...

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    Maximising Customer Interactions

    Pharma companies that build a strategy around three components—category leadership in a few product areas, customer-focus and lean operations, position themselves for growth that far outstrips the...

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    Is Commercial Excellence still relevant?

    Pharma’s commercial excellence efforts recently have been largely focused on customer centricity and multichannel marketing.  But commercial excellence is a much broader topic encompassing:

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    Don’t ignore the Data

    The most powerful data scientists are those who act as bridges between insights and people [Forbes.com]

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    Phone, tablet, and a laptop?

    Since introducing eDetailing on the iPad, the cost for sales representative equipment has risen. The intention may have been to limit the devices to be a phone and a tablet, but instead, we have...

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    SFE - A Balancing Act

    The pharmaceutical industry has a rich history of investment in sales—not just in the quantity or size of a company’s sales force, but also in the quality, motivation and enablement of reps and...

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    eDetailer Playbooks

    eDetailers do not stand alone in the customer experience - their content is likely available in more than one channel. In addition, when the rep is responsible for several products, the eDetailer...

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    Look before you leap

    It’s a myth that the life sciences don’t get multichannel. The industry clearly does understand the benefits – and also appreciates the challenge of implementing it. Multichannel requires new ways...

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    Extending your reach

    You can extend your reach and frequency by adding channels to the sales rep toolkit. Grow your digital channel capability incrementally, so the back end and the front end can keep up with new...

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